Prescription for Success: The Role of the Pharmacy Call in Pharmaceutical Sales

After the countless hours of product training and skill growth and relationship building, your efforts culminate when a prescription is stuffed on the pharmacy.

When you consider that pharmacists speak to the same physicians that you just talk to, about treating the same patients that you simply talk about treating, it’s apparent that pharmacists play a significant function in your success.

Why wait any longer to establish or improve your relationships with pharmacists in your territory?

A licensed pharmacist is a pharmaceutical specialist. Though physicians are experts in disease analysis and treatment, pharmacists are experts in pharmaceutical illness management.

Many physicians rely on pharmacists to train patients to use metered-dose inhalers, blood pressure screens and injectable medications. Physicians additionally assume that pharmacists will monitor potential drug-drug interactions and advocate acceptable drug substitutions.

A pharmacist is a affected person care provider. She or he is a link between patients and medical professionals, and may triage routine diseases like a cough, cold or the flu. Patients rely on their pharmacist to inform them easy methods to take their medications, what end result to anticipate, and the way to react if something goes wrong.

A pharmacist is a pharmaceutical sales partner. Pharmacy assist is crucial for successful pull-by programs, affected person training, and supplemental doctor contact. A pharmacist could also be able to supply details about managed care formularies and drug pricing, as well as warn you to affected person questions or concerns.

Pharmacy calls are gross sales shows

Profitable pharmaceutical sales reps put together and execute pharmacy calls with the same care as they method doctor calls.

Conduct primary pre-call planning to identify your objective for the call. Do you need authorization to display prescription vouchers or coupons? Do you need to inform the pharmacy employees a couple of new drug launch? It ought to solely take a couple of minutes to mentally outline what you hope to accomplish, however these few minutes make a difference.

Start every call with an introduction and an announcement of purpose. Most people acknowledge you before they bear in mind your name, so until you’ve gotten developed a relationship, put the pharmacist comfy by re-introducing yourself on each call.

Get proper to the purpose of your visit. A transparent assertion of objective will help the pharmacist assess how a lot time they should spend with you, and whether or not or not they can afford that point right now. “Might I have minutes of your time to inform you about a new indication for Hoozlefritz extended launch tabs?” is more helpful to a pharmacist than, “Hi! I’m the new Hoozlefritz rep.”

Deliver your information succinctly and factually. Pharmacists do not prescribe drugs and don’t wish to be “sold” on the merits of your product. They do, nevertheless, need to know the indication, dosing, mechanism of motion (MOA), pharmacokinetic and pharmacodynamic (PK/PD) profile, and prevalence of side effects. This is important info for their consultations with physicians and patients.

Shut your call by asking, “What can I do to be a resource for you and your prospects?

Here are specific ideas from pharmacists in three different settings that you are more likely to encounter in your territory: retail chain, unbiased and hospital pharmacies.

Retail chain pharmacists’ suggestions:

Develop companionships with pharmacists. Paul, a New York state-licensed pharmacist, factors out that he and physicians and pharmaceutical reps all have the identical goal: to offer glorious affected person care. “We are all interdependent. The cycle starts with the drug companies and links to the physicians and the pharmacists, who link directly with the patients. We’re all within the patient care business.”

Suzanne, a licensed pharmacist in Tennessee, agrees. “My customers are the drug rep’s end customers. For each of us, “success” means making our clients healthier.”

Chain pharmacists throughout the country agree that pharmaceutical reps may be more effective in the event that they DO:

o Present the pharmacist with goal scientific information.

o Invite pharmacists to educational programs with physicians, or sponsor separate programs for his or her native pharmacy organization.

o Comply with by on what they say they’ll do.

o Respect the pharmacist’s time.

o Offer your business card every time. Make it simple for pharmacy workers to contact you.

o Inform pharmacists of any prescription voucher, rebate or coupon programs ahead of time. This offers pharmacy near me workers time to learn the quirks of the program in order that they can facilitate affected person uptake.

Paul says, “One of the drug reps within the space launched a previous auth product in a crowded therapeutic class. I stocked her vouchers at each of my shops, and he or she informed her target physicians of this. Physicians appreciated the simplicity, patients had been blissful about getting a free trial, I benefited from the rise in buyer site visitors, and this rep led the country in sales.”

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